Embed Size (px)
DESCRIPTION
Citation preview
March West Region Partner Call
Neal PotterRegional General Manager – West RegionMarch 15, 2013
Agenda
Technology Buzz with
Josh Condie
Partner Resources
with Glenn Osako
Partner Open Roundtable
West Region Update with Neal Potter
Segment Topic Speaker Timing
Kick OffWest Region Update & WPC Awards Announcement
Neal Potter 5 minutes
Technology Buzz Office 365 Josh Condie 25-30 minutes
Partner ResourcesLeveraging RTG & Incentives
Glenn Osako 15-20 minutes
Partner Open Roundtable
RGM, PTM, and TS2 discuss hot topics voted for on the call by polls
Open Q&A
Neal Potter, Glenn Osako and Josh Condie
10 minutes
West Region SMB&D GMNeal [email protected]
Area Partner Territory Managers (PTMs)
US SMB&D Vice PresidentCindy Bates
Cloud Sales ManagerJustin SlagleUS SMB Regional [email protected]
Online Services Team
SMB Online Services BDM, NorthwestJustin [email protected] SMB Online Services BDM, SouthwestJoshua [email protected]
Southwest Area, Desert Mtn.John [email protected]
Southwest Area, SoCalGlenn [email protected]
Northwest AreaRobyn [email protected]
Partner Solutions Advisor Bryan Von Axelson “BVA”[email protected]
Partner Solutions Advisor Josh [email protected]
US SMB Technical Services
Regional Disti TPAM Sales ManagerWest RegionBrian [email protected]
Regional Partner Sales ManagerWest RegionMichelle [email protected]
Cloud TSP, US SMB Technical ServicesTim [email protected]
West Region SMB&D Team
A new era. Together.Join us at the 2013 Microsoft Worldwide Partner Conference.
* $300 savings off the full price of an all-access pass, $1,995.
Follow us on Twitter twitter.com/WPCUS
Read our blog at aka.ms/wpcus-blog
Download the latest version of this slide from http://docs.com/K7CD.
Photo
court
esy o
f G
reate
r H
ousto
n C
onventi
on a
nd
Vis
itors
Bure
au
Why attend WPC 2013? • Meet and network with other partners and with Microsoft• Hear the product and technology roadmap from Microsoft
leaders• Learn about Microsoft priorities for the partner business in
our new fiscal year (Microsoft FY14 starts July 2013)• Get guidance to win with your Microsoft-based solutions
against competitors• Be among the first to know about the latest opportunities
and incentives
• Sending four or more people to WPC? Check out the Group Registration Discount.
• Start planning your WPC Award submission (details to be announced soon).
Activities for U.S. partnersDetails about U.S. activities at WPC will be announced starting in February.
Website http://aka.ms/wpc2013 | Pre-register http://aka.ms/wpc13reg
Great experiences across devicesChoose the best device for your specific business scenario
Optimized for Enterprise(Windows 8 laptops , notebooks, and
phones)
Windows 8► “No compromise” business tablets with Windows 8► New possibilities with Windows to Go, DirectAccess improvements, and mobile broadband
enhancements
Windows Phone 8► Business-ready phone: end-to-end encryption, secure boot, IRM, and secure application
container► Shared core with Windows 8 provides common user experience and app development
efficiencies► Office Hub built in
Windows RT ► High quality and value business companion device with Office apps pre-installed► Office Home and Student 2013 RT commercial use rights for anyone whose primary device is
licensed for Office with Software Assurance► Support for VPN and virtual smartcard solution
What’s next…
Productivity
Going mobile
► Persistent Internet connection
► Easy and secure access to corporate data behind the firewall
► Seamless access to personal data
► One device for life and work when travelling
Windows 8 benefits
Enterprise servers and servicesPersonal cloud services
Other social and productivity apps
Enterprise security
Other businessapps and data
Communication and storage services
Broad range of devices with mobile support
Get Connected. Stay Connected.
Customer Talk Blitz Webcast Series
Monthly
3rd Wednesday
March 20th (11am-12pm PT)
Create Demand
CompeteWebcastSeries
Monthly
1st Friday
April 5th
(9-10am PT)
Enable
Unleash Your
Productivity Webcast Series
Monthly
4th Friday
March 22nd (11am-12pm PT)
Sell
MonthlyPartnerCalls
Monthly
3rd Friday
April 19th
(10-11am PT)
Plan
Engagement for every stage of the partner business cycle
(to access registration links, right click on the webcast name/date and select “open hyperlink”)Questions about a webcast? Send an email to [email protected]
West Region H2 VAR Summits
West Region H2 Cloud Bootcamps
The New Office for Small & Midsize Businesses
Josh CondieMicrosoft SMB&D, TS2
Introducing Office 365 midsize business
Cloud productivity services hosted by Microsoft
Enterprise-quality tools at an affordable price
Always up-to-date
Office, email, document sharing, video conferencing
Simplified admin console
New offer designed to address the needs of businesses with less than 250 users
Hosted business-class email and shared calendar
25 GB of storage space per user
Robust anti-spam and anti-malware
Set and manage mobile access and policies
Document sharing and management in the cloud
Share documents with customers/partners with controlled
access
Sync online files to your devices for offline access with
SkyDrive Pro
Share team emails and documents with Site Mailboxes
Latest version of Office desktop apps licensed as a
subscription
Per user licensing across 5 PCs/Macs and 5 mobile devices
Stream any Office application on a PC while traveling
Deploy Office on desktops quickly and effortlessly
Presence, IM, voice, and HD video conferencing
Real-time note taking and document sharing
Conduct Lync meetings with customers and partners
Connect with Skype contacts using presence, IM, and
voice
Office 365 midsize business at a glance
RetailRetail Retail
Advisor Advisor
Open
AdvisorAdvisorAdvisor AdvisorOffice 365 Pro Plus
Office 365 Pro Plus
Office 365 Pro Plus
Office 365 Pro Plus
Office 365 Pro Plus
Office 365 Pro Plus
Consumer Services Commercial Services
Office 365 Small
Business
Office 365
Enterprise (E2)
Business
Office 365
Enterprise (E3)
Office 365
Enterprise (E4)
Office 365
Enterprise (E1)
Office 365 Small
Business
Office 365
Enterprise (E1)
Office 365
Midsize Business
Office 365
University
Office 365
Home Premium
Business ConsumerStudent
Office 365 Small
Business Premium
Office 365
Enterprise (E3)
Office 365
Enterprise (E4)
Subscription licensing choice
Use Office on your devicesAccess documents, email, calendar, and contacts with Office applications optimized for your PC or Mac…
as well as your tablet and smartphone.
Optimized for touchStreamlined user interface puts content first to help you stay on task
Action at your fingertips with Quick Actions, Peeks and Inline Reply
Inline reply lets you compose while staying in
context
Quick Peeks give you access to your calendar, people and tasks
without leaving your inbox
Touch Mode adds more space and finger-friendly Quick
Actions
Applications Office Standard Office Professional Plus Office 365 ProPlusWord ● ● ●Excel ● ● ●PowerPoint ● ● ●OneNote ● ● ●Outlook* ● ● ●Publisher ● ● ●Windows 8 Apps ● ● ●Office H&S 2013 RT ● ● ●Office Web Apps ● ● ●Access ● ●Lync ● ●InfoPath ● ●
Enterprise ValueGroup Policy ● ● ●Volume Activation ● ●Virtualization Rights** ● ● ●App Telemetry ● ● ●Compliance & Archiving
● ●
Business Intelligence ● ●Enterprise Voice ● ●
Subscription ValuePush, Click to Run deployment
●
Version Upgrades SA Only SA Only ●Roaming Settings ●
License TypeLicense Type Perpetual per Device Perpetual per Device Subscription Per UserPC/Mac Installs 2 2 5Mobile Installs N/A N/A 5
Price No Change No Change No Change
* Outlook in Office Standard will not work with Exchange Online due to lack of Personal Archiving** Office Standard & Professional Plus include virtualization rights for RDS & VDI. Office 365 ProPlus includes rights for VDI only (i.e., user-centric virtual desktop scenarios).
Office 365 OfficeProject &
VisioExchange SharePoint Lync CAL Suites
Office Suites
Access your documents wherever you go Save to the cloud by default for automatic backup
Sign in to Office and access the latest documents and personal settings
Sync files to your devices using SkyDrive Pro for offline access and automatic re-syncing
Share directly from Office applications
Easily share documents with others
Share withcustomers and partnersShare documents from SkyDrive Pro or SharePoint team sites with controlled access
Connect with participants through the high-definition video gallery
Create a shared OneNote right within Lync for everyone to take notes together
Conduct effective meetingsHost and participate in online meetings with multi-party HD video conferencing, screen sharing, and real-time note taking
Get updates on your newsfeed based on the people, documents, sites, and tags you are following
Share ideas and get answers in real time on your newsfeed
Get updates from social sites right inside the contact cards
Stay connected with your peopleTake advantage of an integrated social experience to stay close to the people and content that’s important to you
Click to communicate utilizing pervasive presence and people cards
Manage all services in one consoleSimplify management with a single, web-based admin center
One admin console for all services, with quick overview of service health
Stay up to date with in-line planned maintenance reminders
Move anywhere in your service using the universal nav bar
Add or delete users, manage email, and set document sharing policies
Full community support
and how-to material available within the console
Deploy Office on desktops quickly and effortlesslyReady to use within moments of clicking “install”
Built on Microsoft virtualization technology
Stays on the machine and can go offline once installed
Install Office easily by streaming the full-featured Office desktop applications directly from Office 365
Run side-by-side with older versionsDeploy the new Office without uninstalling previous versions
Eliminate legacy or compatibility concerns
Two different versions of Word running on the same machine
Get the most from your investment Business-
ready tools
Latest technology
License per user
Low upfront costs
Provides all the productivity tools a small business needs, including the full Office client
Office 365 Small Business Premium Est. USD $149 / yr
CUSTOMER PROFILE
For small businesses with 1-10 users
Simple setup
No IT required
Office Client Subscription
Office client apps1-year subscription5 PCs/Macs + select mobile devices when available1
1-user license (25 user cap)24x7 Web, community, and basic telephone support
Email, Collaboration and Communication
Exchange, Lync, and SharePoint
1Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.
A new offer designed specifically to address the end-user and IT needs of midmarket customers
Office 365 Midsize BusinessEst. USD $180 / yr
CUSTOMER PROFILE
Generalist IT
Enterprise quality
Value Focused
Typically 10-250 users
Full email with Exchange Online Document sharing with SharePoint Online IM and virtual meetings with Lync Online
Admin Portal Active DirectoryPull deployment of Office Client
Office 365 ProPlusAlways up to date5 PCs/Macs + select mobile devices when available1
Email, Collaboration and Communication
1Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.
Choose the right plan for your businessMake your decision based on company size, IT controls, support, Office deployment, and advanced services
Office 365 Midsize Business
Office 365 Small Business Premium
Office 365Enterprise E3
Advan
ced
Serv
ices
Sta
ndard
Serv
ices
Offi
ce
Office Web Applications
Seat targets 1–10 11–250 >250
Voicemail, In-Place Hold, Data Loss Prevention
Rights Management
Office Desktop Applications
Price (per user/month in US Dollars) $12.50 $15 $20
Basic Expanded Full
Pull Pull Push
Basic Expanded Full
Basic Expanded Full
Pull Pull Push
Email, IM, Collaboration, Storage
Click to Run Office Deployment
Active Directory® Integration
IT Level Phone Support
IT Administration Console
InfoPath Forms, Access, Excel, Visio Services
What You Told Us
An economic model similar to the current one
Own the billing relationship
Ability to sell as you do today
End Customer
ORDER ORDER ORDER
INVOICE INVOICE INVOICE
Ordering and Billing Process in Office 365 Open / FPP
What we delivered
Office 365 Commercial SKU availability
Office 365 Small
Business Premium
Office 365 Midsize
Business
Office 365 Enterprise
FPP1 *
Syndication
Direct
Advisor
Open*
EA
1FPP is sold to distributors, at retail, and through OEMs. OEM channel will resell subscription as an FPP license (not an DOEM license)
* Partners can bill customers direct!!!
Open/FPP versus Advisor Comparison
31
AdvisorOpen / FPP
Top Line Revenue
Margin at time of Sale
Backend Rebates
Little to no capital costs required
Fixed payment structure
More predictable revenue stream
Own the customer billing
Use existing systems & sales motions
Increased upsell & attach opportunities
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
Glenn OsakoSMB Partner Territory Manager
What you can UTILIZE today for success
Generating demand
Ready To Go (RTG) - Office BEST 2.0http://aka.ms/BEST
35
Customer Pitch Deck
Tele Discussion Guides
Webinar-in-a-box (industry-specific)
for M and SBP
with decks, e-books, and email content
Campaign BTL Toolkit with posters, templates, banners, etc.
RTG - SyndicationFree service, delivering dynamic content to customers
RTG – Microsoft Community Connections (MCC)Deliver a customer event & get free software
Ready-to-Go Marketing Webinar Series
Using Your Website to Help With the Sales Cycle
April 17, 20139:00 am to 10:00 am Pacific Time
REGISTER TODAY
Why attend? Your website is your single most important marketing tool. Does it fully support your prospect’s buying cycle and generate qualified leads? We’ll show you the seven critical components for an effective lead generating website. You’ll learn the best practices for addressing all stages of the sales cycle, creating compelling content, keeping your site engaging and fresh, and delivering the right type of calls to action throughout your site. We will review a number of partner websites that do a great job of attracting and engaging their target markets and ultimately get better results than the competition.
Register for Upcoming Webinars by
Ready-to-Go Marketing(All webinars begin at 9:00am
PT) Turning Attendees into Real Prospects through Event Marketing – 5/15
Watch On-Demand Webinars
Sell More Through Better Marketing Planning
Close More Business By Attacking New Growth Areas
Building Marketplace Credibility with Customer Evidence
Accelerating & closing opportunities
U.S. SMB Incentives & Offers
Offer March 1 , 2013 – May 31, 2013
41
What is the Cloud Easy Offer? The Cloud Easy Offer provides partner subsidy funds to customers when they make qualifying Microsoft Online Services subscription purchases. The offer is valid from March 1, 2013 - May 31, 2013.
What’s in it for Customers and Partners? Customers who make qualifying Microsoft Online Services purchases can earn partner subsidy funds which can be utilized with their choice of an eligible Microsoft partner for implementation of their Microsoft software or associated services. In addition to providing partners with cross and up sell opportunities, the Cloud Easy Offer solidifies the partner’s role as a trusted advisor by encouraging customers to return to their chosen partner for solution implementation.
Call to Action:1. Review the Offer details located on Microsoft Partner Network portal http://aka.ms/cloudeasy 2. Alert your customers to purchase within the offer period March 1, 2013 - May 31, 2013 3. Submit Cloud Easy Offer claim when customers make qualifying purchases at https://
www.microsoftincentives.com/cloudeasy
Resources & Links:1. The Cloud Easy Offer Site for partners: http://aka.ms/cloudeasy
What is the Big Easy 10? The Big Easy offer 10 provides partner subsidy fund to customers when they make qualifying Microsoft volume license purchases between the offer period March 1 – May 31, 2013. (Please note: Cloud Easy offer will be in market during this time for qualifying purchases of online services).
What’s in it for Customers and Partners? Customers who make qualifying Microsoft volume license purchases can earn partner subsidy funds which can be utilized with their choice of an eligible Microsoft partner to purchase additional Microsoft software or associated services. In addition to providing partners with cross and up sell opportunities, the Big Easy offer 10 solidifies the partner’s role as a trusted advisor by encouraging customers to return to their chosen partner for solution implementation
Call to Action:1.Review the offer details located on Microsoft Partner Network portal http://aka.ms/bigeasyoffer2.Alert your customers to purchase within the offer period March 1, 2013 – May 31, 2013 3.Submit Big Easy Offer 10 claims at https://www.microsoftincentives.com/bigeasy10
Resources & Links:4.The Big Easy Offer 10 site for partners: http://aka.ms/bigeasyoffer
FY13-H2 Offer Payout Schedule
15% (of annual subscription fee)
Office 365Office 365 Open
Office 365 SBPDynamics CRM Online
Windows Intune
Note: Subsidy payout is a percentage of ERP
15%GrowthProject & VisioSharePointSQLDynamics CRMDeveloper Tools
10%CoreOfficeExchangeWindows ClientWindow Server
Open L
Annuity Accelerator
Big Easy(On-premises)
5%
20%IncubationSystem CenterWSData Center Lync
Cloud Easy
(Online Services)
50 user commercial customer
Cloud Easy $$
50 Office 365 E3 SKU’s $1,800
50 Windows Intune $1,000
Total subsidy $$ $2,800
Cloud Easy example:
Big Easy example:
50 user commercial customer Big Easy – Open Business (no SA)
50 Office Professional Plus $2,550
1 Windows Server Datacenter (2 proc) $962
1 SQL Server Enterprise Core (2 lic) $2,750
Total Big Easy subsidy $$ $6,262
Announcing the Office 365 Open Incentive Program for VARs
Customers are increasing their purchases of Microsoft cloud-based solutions. Help meet this growing demand by taking advantage of this new incentive program for Office 365 Midsize Business & Small Business Premium SKUs. These incentives will be paid along with the standard Reseller incentive program payments.
• Program Period: March 1, 2013 through June 30, 2013.• Eligible Partners: All authorized U.S. Value Added Resellers (VARs) with a signed
and accepted enrollment.• Enroll at: http://www.oneview.ms/var
These Office 365 incentives are supplemental to the existing U.S. Scale Reseller, Commercial Distributor and Value Added Reseller Open Incentives and are paid as a percentage of revenue of the Office 365 Midsize and Small Business Premium SKUs as follows:
Office 365 License TypeLength of
SubscriptionSKU Bundle
Rebate Payout Rate
Office 365 Midsize
Business
Open, Open Value,Open Value
Subscription 12 months
(Up-front payment)
Sold as 1, 5, 25 and 50 user bundled SKU
6.0% (ERP)
Office 365 Small Business Premium
FPP/PKC Single User
Program subject to full Incentive Guidelines, which are available on the site starting March 1, 2013.
U T I L I Z E !
Our simple ask:USE the programs to generate demand & close opportunities with Microsoft cloud & on-premise solutions!
THANK YOU!
Partner Open RoundtableNEAL POTTERJOSH CONDIEGLENN OSAKO
Thank You!Follow Us Friend Us Follow Us
twitter.com/msuspartner facebook.com/msuspartner linkd.in/msuspartner
Please Complete our survey to provide feedback!
